The Visualize Blog

Are You Making Statements or Asking Great Questions?

Are You Making Statements or Asking Great Questions?

Do you ask questions or make statements?  When was the last time you checked yourself or your team members on a call/conversation? One of my favorite lines from a mentor many years ago was “selling ain’t telling bro.” It’s not what we say on a sales call or in a...

Why Do We Behave the Way We Do in Sales?

Why Do We Behave the Way We Do in Sales?

There are three questions that I consistently get asked when I do workshops: “Why do we behave the way we do in sales when we know there is a better way?” “How do I become a better coach to my team?”’ “What sales books do you read?” This article will encompass items...

How to Uncover Personal Value Without Risking Rapport

How to Uncover Personal Value Without Risking Rapport

We know…really, we do.  We have to work with our customers to help them quantify the value of investing in our products or services.  We use terms like ROI, TCO, IRR, qualitative, quantitative, and the like, to help define this value.  Many times, we have ROI...

“It Just Didn’t Go Our Way…”

“It Just Didn’t Go Our Way…”

Have you ever received this feedback after months of hard work leading what you thought was a strong sales cycle only to be shut down with the finish line in sight? What happened?  You knew in advance that your prospective client was going to hold a final internal...

50 Days remaining in FY19

50 Days remaining in FY19

The end of 2019 is quickly approaching and if you’re like me, you might be feeling a little pressure regarding prioritization of your time as you close out the year and prepare for 2020. It’s important to understand your customer's buying cycle. According to a study...